Champify

Two years ago deals with ACV <$20k could get approval from directors or even ICs. Today, we're seeing the C-Suite as a final decision maker in most sales-led deals. So how do you update your playbook to navigate to power? Salesloft's VP of Sales and Business Development, David Vertin, joins Todd Busler to walk through: - frameworks for navigating to power - enabling your team - measuring the impact We'll wrap with a live Q&A on best practices!

The only thing harder than being an SDR is finding a great way to cultivate their talent. Check out our latest guide with frameworks & examples on coaching your team featuring sage advice from VP at Anaplan, Sadie (Simcox) Beckius. Learn how to: -> apply situational leadership -> build effective enablement strategies -> hire the right profiles The results speak for themselves. What Sadie is doing is driving huge impact for both Anaplan's business and for the ICs who roll up to Sadie. Check it out her tips here: https://lnkd.in/eyWqYyYn P.S. Shout out to our very own SDR Lead Will Falkenborg 🌭 who is constantly up-leveling himself. He hosted his first interview driving record breaking registrations and attendance and created the content we used to build this guide

This post is part brag / part useful tip for other company builders. The brag is that the Ethena team's obsession over customer feedback leads to an incredible product that generates so much customer love. Yes, we get formal reviews like the 3 *million* positive employee reviews, our 4.8 star rating on G2, or the fun texts we get (my personal favorite). But where I really see our product's strength is in customer referrals. Our customers are our best advocates: they share Ethena in Slack communities, on LinkedIn, and when they find their next role, they bring us along! Here ends the brag and starts the tip: We use Champify to help us follow up with our fans and it's a huge source of new Ethena customers. I'm also a big fan of Todd Busler and his similarly-obsessed team (his Sales content is also 🔥 ). And I am the biggest, most massive fan of all the Ethena users who bring us along in their careers! 🙏

Been roughly two years since I have been with Champify. Being in sales, obviously it is important for me to be with a company where I can achieve my quota, make strong commissions and get experience closing enterprise logos. However, my one non negotiable is working for a company where I am constantly growing and learning. Wanted to shoutout our BDR Will Falkenborg 🌭! Has been a pleasure working with him and he is constantly challenging me to ramp up my OB efforts and continue to have a BDR mindset as a seller. Check out the recent webinar that he ran! https://lnkd.in/e_2t5zpc

I lived through this pain managing 50+ reps. There are big wins on the other side. H/T Peter Conforti 🤝

Did you miss Sadie (Simcox) Beckius and Will Falkenborg 🌭 convo on running an effective SDR team? Sadie shared real tactical advice including: 1. Frameworks for how to understand where your SDR team is at 2. Key traits to interview for (check out the clip) 3. How to show up as a leader 4. Her thoughts on the future of enablement (and it's not a 2 hour long session once a month in a closed room). You can watch the full recording here: https://lnkd.in/eQDY26R2

We just closed a dream logo for > 2x our average contract value all because we had a TRUE CHAMPION. Here are the behaviors she demonstrated, and 5 ways you can identify a Champion in your upcoming Q4 deals. 1) She had a personal interest Being less than 6 months into her new exec role, she identified that our solution can directly help her with one of her top 2 initiatives – one of which tied directly to a broader company-wide OKR. Choosing this project and then delivering on it successfully not only helps her, but entire org. 2) She had influence While new, she worked directly with most of the  senior leadership team in the past and they brought her to NewCo. Them recruiting her shows that they trust her and gave her reigns to make major decisions. 3) She sold when we weren’t in the room She made it clear that we won’t get invited into every meeting to discuss this project. When we weren’t invited, her and the AE worked closely on collateral, business cases, and preparing for the hard questions. The AE made sure she could articulate the value at our level. 4) She wasn’t afraid to deliver bad news and identify risks Like many deals, we faced hiccups. Champions don’t hide information or run away from risk. Multiple times, she explained potential risks and blockers and developed a plan to mutually get in front of them. 5) She constantly communicated via text and short, unscheduled phone calls Most of the true selling happens outside of scheduled, group meetings. This champion constantly texted and called our AE with updates, questions that were arising, and guided our deal team when we should get execs involved, who and when to thread-out to, and other ideas to de-risk future blockers. TAKEAWAY Hiccups and road blocks will inevitably happen in most deals. If they aren't you likely just don't know about them. True Champions proactively get in front of risk and lean into it. If you are unsure if you have a Champion, then you don’t have a Champion....

If you want to up-level your SDR team join this one-of-a-kind conversation with Will Falkenborg 🌭 and Sadie (Simcox) Beckius! We promise you'll walk away with real tactical advice you can start using right away. Tune in this friday! https://lnkd.in/eQDY26R2

If your global SDR team isn't hitting quota consistently, stop. Remove: --> Focusing on blindly increasing activities --> Confusing the team with endless new cadences and campaigns --> Hiring and Firing to find the next “best rep” with a slightly different “background” --> Buying 10 different tools thinking you are one purchase away from a silver bullet Instead: --> Focus on enabling the reps you already have – find ways to have daily, weekly, and monthly micro enablement sessions. Even when you think the reps know what they should do, there is room for further education, role plays, and live practice --> Develop their core competencies to chart their path of promotion – this requires a deep understanding of what they want next --> Operationalize skill development so that it "sticks" – create ways for top reps to share knowledge with the rest of the team --> Do less thing but at 5-10x higher quality --> Get reps excited about learning + implementing new skills --> Get the smartest minds at your company together and think critically about your “offer” and the WHY behind why prospects should spend time with you Go all in on your team. If you want to learn how the VP of Sales Dev, Sadie (Simcox) Beckius Anaplan did all this to get past their global teams' yearly quota… Tune in this Friday at 12:30 EST to hear our very own Will Falkenborg 🌭 extract all the learnings: https://lnkd.in/eqq3CyMW

Seeing a lot of execs complaining about this 👇 A marketing or sales trigger is just noise when everyone has access to the same data. If you're using something like a new exec as a trigger to send a "congrats on the new job email", you're just contributing to spam. Using an exec hire as a signal requires finesse and first party day. That's why i'm so excited about Champify's new playbooks and product launch - Account Blueprints. You get the context you need to deliver value to your target accounts and warm paths in your target accounts. Check it out: https://lnkd.in/enPzDYrq